Madhu Sudhan S

Dr Madhu SS Ph.D., M.Phil., MBA., ECE #26, Bengaluru North, INDIA Email ID:-Phone No: - PROFESSIONAL SUMMARY OBJECTIVE: To improve the employability, Performance and Leadership abilities of all employee levels to attain maximum profitability and growth, which is in line with the company’s vision, goals and, objectives through Value Sales Enablement, RoleBased Enablement, Learning Operations and Channel Management. SUMMARY: A strategically driven professional with close to two decades of experience in Business Development, Value Sales Enablement, Learning Services Operations, Pre-sales, Post sales, Channel Enablement and Channel Management. As a dynamic and motivated leader generated and built relationships, managed projects from concept-wise analyzation to completion, effectively designed, planned and executed training, GTM strategies, Sales Enablement, Marketing campaigns, implementing Marketing strategies and coaching individuals to success. Skilled in building cross-functional teams, demonstrating exceptional communication skills, making critical decisions during challenges and creative problem-solving. Worked closely with BUs, BGs, HRBPs, GSIs, ENT to help track/manage/measure programs that drive targeted leads and ensure strategic alignment across all organizational functions. AREAS OF EXPERTISE Stakeholder Management, People Management, Learning Solutions, LMS Management, Learning Program Management, Business Development, Sales and Marketing, GTM Strategies, Account Management, Channel Sales Enablement and Franchisee Development. ACHIEVEMENTS • • • • • • • • • • • Hosting first ever ITLS-GE Predix Event in India to drive IOT training programs to 3500 GE Employees. Transitioning ITLS India L&D Programs to virtual blending learning format. Launch of “ITLS Training Vouchers” in partnership with BUs with validity to utilise before the expiry to earn training badges to add to their credentials. Incremental improvements and innovations in the ITLS Instructor & Infrastructure Transformation program. Various ITLS Role-based development initiatives via Hybrid Model (Flex Class: Combo of ILT & VILT) before pandemic especially hosting the “Role-based Customized Content”. Launching various ITLS GTM programs in partnership with GSI (BUs) and Alliance team (Sub-BUs) to support product life cycle. Successful launch of GTE Academia to support product and service teams with adoption to scale business. Hosting first ever GTE-VMware 101 multi-city event to drive partner enablement program across metro cities. Transitioning GTE-Nokia Qt Developer Programs to software development opportunity for both national and international clients. Increased Revenue growth by US$ 1 Million per annum by employing modern learning techniques both strategic and tactical through pre-sales, post-sales & all technical training programs delivered for Internal team viz.,BUs & Sub-BUs and External team viz.,End users, ENT team & Channel partners. On Average delivered 1800 customers across geographics via Interactive Webinar through awareness & preference campaign and cultivated 90% of them into actual attendees. 1 • • • • • • • • • • • • • • • • Led the GE Predix Project and delivered IOT trainings for 3500 GE Employees and met the delivery objectives by 100%. Won word wide Recognition as “Largest Revenue Growth Country Manager - India” @ 45% on an Average from-. Established a standardized GTM strategies that decreased stakeholders discrepancies by 60%. Increased enterprise client base by 50% by being actively involved in marketing campaigning and product sales/launch support promotions. Trained and developed a team of 72 channels to be deployed to sell our developed content in India and SAARC countries. Improved delivery mode movement between classroom to virtual class, thereby decreasing the attendee movement time from 4 hours to zero hours. Introduced online and social media selling techniques, increasing the company’s profits by 45%. Successful in providing clarity to BUs, Sub-BUs, clients, Enterprise and Channels on Training Plan and certifications. Successful in Designing & Creating the sales enablement program, training Plan with Business Units and Budget holders and Influencer. Consistent in Attaining Y-o-Y >45% (US$450,000) Profit Margin Growth each year. Consistent in Attaining the SMEs [Local and Foreign] MTM Evaluation to an Average of 4.8 / 5 Hired by GTE Management to start a Training Division and Lead to deliver technical training programs to India and SAARC. Successful in attaining ATP/ ATC status by presenting credentials to vendors viz., VMware, Nokia, RedHat, AWS, Mathematica.. Responsible for 90% growth in GTE Training Business, Since Inception - Year 2007. Responsible for saving 40-60% in various technologies training delivery with the utilization of own In house developed competencies for the past 4 years. Reduced cost of 75% towards Instructor teaching by breeding competency of trainers in-house (India) for the past 4 years, in turn avoiding foreign trainers Additional International Recognitions: Ö Ö Ö Ö ITLS (A Fast Lane Group) being in Top 20 of “Training Industry” consistently since 2014 to 2019. GTE recognized by VMware as “Leader in Authorised Training Delivery” -). ITLS India recognised by Fast Lane as “Profitable Country with low Operational cost and High Quality gain” with every delivery of training batches. ITLS India recognized as “Learning in Practise” in the category of Business Partnership by various GSI (BUs) EXPERIENCE Bangalore, INDIA BUSINESS DEVELOPMENT & NEW PRODUCT INITIATION • • Lead a sales team with solution oriented business development and increase revenue within an existing customer base. Conducted research to identify new markets; planned and oversaw new marketing initiatives to satisfy customers. • Developed a growth strategy and be in charge of identifying every sale lead and making the most out of every opportunity to increase revenue, profitability and customer satisfaction. Developed and maintained commercially productive relationships with both new and existing clients. Developed goals and ensured they are met by the team, trained and helped team members to develop their skills. • • • Having in-depth knowledge of business products and value proposition to write business proposals and negotiation with stakeholders; drafted sales contracts for clients ensuring adherence to law-established rules and guidelines and maintaining records of sales, revenue, invoices etc. • Regularly Reporting on success and areas of improvements to management / stakeholders. • Contacted potential clients to establish rapport and arrange meetings. Plan and oversee new marketing initiatives by attending conferences, meetings, and industry events. • Supported both Product development team with New Product Launch programs of Awareness Creation, Preference Creation, Demand Generation & Test Drives Initiative with the objective of Launch, Why Buy/ Sell and How to Deploy / Implement. 2 Deep understanding: Customer Behaviour I Business Intelligence I Value Sales Strategy I Negotiation I Project Management I Marketing Campaign I NPI’s. GTM ACCELERATION & SALES ENABLEMENT • • • • • • • • • • • • • • • Experienced in executing GTM (Go-To-Market) Acceleration Plan to help increase deal conversion by improving buyer engagements, driving organizational alignment, increasing sales pipeline ,accelerating sales, and improving the overall efficiency and effectiveness of clients salesforce. Built an executed sales enablement strategy to include Learning on solutions and the problems we solve for our customers through materials, tools, live training sessions, etc. Developed and executed demand generation initiatives to drive new leads and nurture our existing database of leads. Experienced in building comprehensive sales, product and technical skills trainings and training the sales team to have a consultative selling approach. Developed integrated paid and organic programs that significantly increases the marketing database and overall pipeline (e.g., Google PPC, content marketing, webinars, events) Ability to support multiple Sales Reps, SEs, Managers as well as team members such as HR, Finance, Channel, Marketing in Order Management, Quoting/Invoicing, Planning/Logistics. Developed and managed the Sales Enablement roadmap, new training modules and oversaw its rollout to the Sales force. Ensured Sales pre & post tech at every level are rapidly integrated with an effective training program covering product knowledge, competitive differentiation and sales processes. Driven awareness and adoption of sales process including enabling sales and technical folks on how to achieve operational excellence in the field. Consulting with leaders to assess and analyse the learning needs of employees based on current and future strategic plans. Strong understanding of Salesforce best practices/functionality with ability to build custom apps and objects, formula fields, workflows, custom views, and other content of complexity. Worked collaboratively with Sales, Product Marketing and Business Management on regular basis. Worked with the content marketing and sales teams to develop (write, drive review process, publish) and promote marketing materials to drive awareness and interest. Determined sales enablement priorities with sales stakeholders. Extensive knowledge of sales training best practices (analysis, instructional design, delivery, implementation, and evaluation). Timely communicated enablement strategy and KPIs to stakeholders and ability to create sales strategy, sales plans, Opportunity shaping and GTM. Served as a liaison between sales, marketing and product teams and provided effective onboarding and training programs for pre-sales & post-sales reps. Further Identified potential Cross Sales/Up Sales opportunities to improve sales pipeline. Created proactive pitch for customers on new technologies, innovation topics and priority portfolio. Used performance data to identify knowledge or skill gaps across the sales team. Worked with regional sales leaders to identify needs and deliver relevant solutions and uncovered potential 3rd party training opportunities for enhancing ‘sales skills’ and coordinate delivery. Deep understanding: GTM strategy I Sales Process I Sales Enablement Best Practices I Sales Enablement Metrics & KPIs. LEARNING SOLUTIONS & TRAINING SERVICES OPERATIONS Blended Learning Solutions | Learning Portals | Instructor-Led Training Development | eLearning Development | Performance Support | Learning Evaluation | Content Development | LMS monitoring and management | Train-The-Trainer Program |Training-related staffing | Metric Evaluation • Experienced in executing complete learning cycle as a solution to stakeholders and employees in learning and development business via identifying and assessing training needs and effectively determining the objectives of stakeholders, further 3 • • • • • • • • • • • • • • • • • • carried on program design to determine what type of training is the best option to achieve the learning objectives, structured the training to create a framework for the delivery of the training content, developed the training for the audience to understand and practice new knowledge or skills, manage the training deliveries effectively, post-training delivery assessing the application of learning by attendees, Learning evaluations conducted with the intent of obtaining information on the effectiveness of the training program and to ensure the training and content achieved the learning objectives and finally conducted evaluation after the learner had time to implement it in his workplace. Management of LMS courses, including but not limited to updating of courses, creating WBT link, Scheduling Train-the Trainer programs and enrolling students via enrolment keys and Batch Processing, creating virtual or classroom based training tutorial for Instructors and Students and generating and providing Reports on regular basis to BUs, SBUs and Internal Stakeholders. Monitoring of LMS system for training content effectiveness in satisfying user needs as well for Skills and Certification tracking of trainees who have undergone ILT/VILT training on various courses from different vendors. Using LMS for Course creation, Mobile Learning, Self-Paced Virtual Learning (Asynchronous Learning), Micro Learning (Video Conferencing) and E-commerce & subscriptions and also Responsible for updating class schedules, training material, lab bookings, instructor bookings, classroom bookings, voucher bookings to meet system and policy changes. Receive work assignments and direction from the Director Operations APAC. Participate in user group meeting, pilots, and various cross-functional meetings and GSI calls Monitored the quality of training material, Infrastructure (Labs, Network, Classrooms), Instructors and works to resolve discrepancies if any, identify additional training needs, and provides feedback Built relationships and collaborate with other stake holders, including the customer, content developers, and policy experts Helped create and administer internally developed Labs and materials as well as Online-provided lessons. Support the Contact Centre by staying up to date with processes and initiatives Maintained current knowledge and conduct research on new Learning techniques, educational, and multimedia technologies that fit within the scope of the contract Possessed familiarity and understanding of Learning processes, methodology and applicable content Monitored training sessions and evaluate the effectiveness of trainers and training activities. Identified opportunities to improve current training processes Escalated issues and risks to the Director Operations APAC for action/resolution, as appropriate In Coordination with SME’s used instructional design methodology to design, develop and/or deliver blended learning solutions. Evaluates and measures instructional solutions to gauge effectiveness Channelled with external vendors to ensure programs/products meet requirements and objectives Used e-learning authoring software programs to develop and deliver interactive training experiences Carried out Internal Training fulfilment operations of GSI and ENT team (Pre-Sales, Post Sales, System Admin, System Engineers, Developers, Field Service Engineers, Field Application Specialists and Technical Application Specialists) Carried out External Training fulfilment operations (Customer Training operations; alignment of End Users & Partners training efforts, single voice of contact for End Users & Partners training) Strategic initiatives Market trends (with Product Managers); new training product development; growth initiatives (NPI tour role out) Established and adhered to the GSI & APAC training budget and oversight of lab facilities and assets. Establish training calendars, monitor attendance, and coordinate with Global training calendars Deep understanding: Training Need Analysis I Training Need Identification I Training Strategy I Learning & Technology Trend I Training and Development Process I Training Methods I Training Program Evaluation I GTM strategy I Sales Process I Sales Enablement Best Practices I Sales Enablement Metrics & KPIs. CHANNEL SALES & PARTNER MANAGEMENT • Experienced in Channel Readiness and responsible for driving channel enablement empowering channel Sales, Inside Sales, Operations team, and freelancers and agencies to grow within our enablement programs and adopt new technological features and products. Further built product and sales enablement programs that ensure our Channels are equipped with 4 • • • • • • • • • • • the content, resources, training, and rewards they need to effectively differentiate and sell our developed content and official content, both in pre-defined and customized manner. Was Proactive in collaborating with Channels Organization and capture requirements in the region that can be developed into scalable training programs; be a voice for the channel team and their channels. Ability to Drive awareness of new or updated Channel training information to Channel community through established platforms and drive and manage complex stakeholder interlock. Evaluated effectiveness and propose adjustments to training plans delivered to improve performance and ensure channel and employers’ objectives are met. Collaborated with various Channel Solution’s leads to create and manage a comprehensive sales training program, process flow, and content delivery program including product/solution collateral and training to improve sales effectiveness for our APAC acquiring channels. Lead the overall sales enablement program for a designated channel relationship, inclusive of all products, enhancements, and solutions. Owned the overall facilitation of small group training exercises, which helps provide introductory information, product overviews, and core competencies to Channel sales teams. Includes managing agendas, shaping content, and facilitating onsite training. Used knowledge of Sales process and methodologies to customize and deliver selling-focused learning solutions aligned with business priorities and initiatives of channel members. Designed, developed and implemented a learning strategy to ensure reseller channel onboarding and productivity, leveraging innovative solutions to deliver accelerated learning and productivity for all customer-facing functions/roles at a channel firm. Delivered a personalised and enhanced learning experience for channels around products, solutions and how to do business with us. Ensure channels understand who we are, what we do and our culture. Presence of Analytical capability to understand key trends in the region across the channel community, and working with the channel leaders in the region to establish training plans and curriculum that will help drive customer satisfaction and channel revenue. Gained a comprehensive knowledge of Channel training programs, T&C (Training and Certification) training offerings, course roadmap, funding programs, Channel programs, and course objective/overview to be a trusted advisor to channels. Deep understanding: Channel engagement I Channel Learning Connection I Channel management I Channel readiness I Channel Enablement Business. OTHER RESPONSIBILITES HANDLED: As a Wealth Manager, Financial Advisory, Franchise Development & OS Trainer Deep understanding: Financial Advisor I Wealth Management I Stock Advisor I Operation Management TRAININGS UNDERGONE : National & International Sessions • • • • • • • • • • • • Digital Marketing Platforms - LaaS, PaaS & SPVC Training (SaaS)@ IT Learning Solution – Singapore, Southeast Asia LMS - OPEN Edx Operation Training @ IT Learning Solution – Singapore, Southeast Asia LMS – EMAN Operation Training @ IT Learning Solution – Bangkok, Thailand QT Application Edu Portal 1-0-1 meet @ NOKIA – Berlin, Germany Drive Initiative: Enablement Programs @ ITLS Channel Site – Colombo, Sri Lanka LMS – Skilljar Operation Training @ IT Learning Solution – Singapore, Southeast Asia LMS – Docebo Operation Training @ GTE – Bangalore, India CAPM - Project Management Training @ SABCON – Bangalore, India AMFI, NCFM, PAN & MAPIN Training @ Distribution Meet – Bangalore, India Banking Induction, Compliance Training & Finacle @ ABN AMRO – Bangalore, India 100 Hours IRDA Training @ SPARTA India Limited – Bangalore, India Unix, Linux, C, C++ & VB @ Computer Training Center – Bangalore, India 5 EMPLOYMENT DETAILS INDUSTRY WORK EXPERIENCE Dr Lal Path Labs Ltd HEALTHCARE Jan 2023 Onwards Employment BREAK NA ESTEEMED EMPLOYERS’ NAME IT Learning Solutions Asia PTE Ltd – ITLS GT Enterprises India Pvt Ltd (GTE) ITES ITES **- - LAST BUSINESS TITLE HELD Business Investor – In Healthcare Industry (Official Diagnostic Lab Partner of Dr Lal PathLabs Limited)., My Employment Break sole purpose was to complete my PhD in Management Studies which I had enrolled in 2016 @ REVA University, Bengaluru. TEAM SIZE LAST HANDLED 4 NA Director - India & SAARC 22 Training Head - India & SAARC 38 ABN AMRO Bank Inc BFSI - Assistant Manager 5 INDIA BULLS BFSI - Senior Relationship Manager 25 INTEGRATED Enterprises India Ltd BFSI Regional Manager - Karnataka 62 IRIS Infocom Ltd ITES Manager - Operations 14 - **This Period of [ 2020 to 2022] Took Employment Break to Complete my Ph.D. and on Completion Ph.D. Degree was Felicitated by Ex-Vice President of India – Shri M Venkaiah Naidu & Governor of Karnataka – Shri Thawar Chand Gehlot in [November 2022]. PROFESSIONAL EXAMS QUALIFIED AWS Value Proposition, Cisco Business Outcomes, VMware Professionals, IRDA, RBI Basic Banking, Compliance Principles, and CAAML EDUCATION School of Management Qualifications: • • • Doctor of Philosophy – Ph.D. in Management Studies [Awarded in AY 2022] Master of Philosophy – M.Phil. in Management [Awarded in AY 2009] Master of Business Administration - MBA School of Technical Qualifications: • Electronics and Communication Engineering Diploma - ECE from P.E.S University. Public profile & URL : www.linkedin.com/in/madhu-ssr- REFERENCES - Available on request. 6